Navigating the maze of compliance in medical device sales often feels like an uphill battle, with stringent regulations frequently seen as barriers to innovation and market growth. However, when compliance is strategically aligned with sales and marketing efforts, it can transform from a hurdle to a powerful enabler of success.

In this week’s episode, sponsored by Physician Growth Accelerator, we’re joined by Aryn Peled, Managing Director at Trackable Med. Aryn discusses her experiences and strategies for turning compliance into a competitive advantage. She also sheds light on effective ways to collaborate with compliance teams, ensuring that both safety and business objectives are met.

What we discuss in the episode:

• Understanding compliance as a protective measure that can be aligned with business growth
• Strategies for MedTech professionals to collaborate effectively with compliance departments
• The importance of breaking down silos within organizations to enhance communication and cooperation
• Practical tips for transforming compliance challenges into opportunities for innovation
• Real-world examples of successful compliance integration that supports both patient safety and business objectives

Resources from this episode: 

• Get the free MedTech Talk Tracks for Action
• Physician Growth Accelerator

Social Media: 

• Connect with Aryn on LinkedIn
• Connect with Zed on LinkedIn

Have you ever thought about the ways technology could simplify the complexities of managing a medical practice? What if there was a way to streamline administrative tasks, freeing up more time for patient care? With the evolution of healthcare technology, this scenario is rapidly becoming a reality.

In this week’s episode, sponsored by Physician Growth Accelerator, we are joined by James Gavigan from Rectangle Health. We explore how their innovative solutions are transforming mundane, time-consuming tasks into efficient processes that enhance practice operations and patient experiences. James shares insights into how tackling payment processing, HIPAA compliance, and staffing inefficiencies can profoundly affect a practice's effectiveness and profitability.

What we discuss in the episode:

• How Rectangle Health's solutions are designed to enhance operational efficiency and patient satisfaction in medical practices
• The challenges medical practices face with traditional administrative systems and how technology provides a smarter way forward
• Real-world examples of how practices have transformed their operations through the integration of advanced technological solutions

Resources from this episode: 

• Get the free MedTech Talk Tracks for Action
• Physician Growth Accelerator
• Rectangle Health

Social Media: 

• Connect with James on LinkedIn
• Connect with Zed on LinkedIn

What if the biggest obstacle to your medical sales isn't the market or the competition, but internal inefficiencies within medical practices themselves? Discover how addressing these challenges can unlock unprecedented growth in medical device sales.

In this week’s episode, sponsored by Physician Growth Accelerator, Managing Director, Erik Trattler, dives into how medical device reps can extend their influence beyond traditional sales roles by facilitating improvements in practice management. We also explore invaluable insights gained from his extensive experience in both medical device sales and as a consultant focused on operational efficiency. Join us as we explore actionable strategies that help medical practices streamline their operations, thus creating a more conducive environment for adopting new medical technologies and enhancing patient care.

What we discuss in the episode:

• Identifying and overcoming the unseen operational barriers that can stagnate medical device sales.
• The crucial role of medical device reps in consulting on practice efficiency.
• How optimizing practice operations can lead to increased adoption of new medical technologies and better patient outcomes.

Resources from this episode: 

• Get the free MedTech Talk Tracks for Action
• Physician Growth Accelerator
• Landing New Cases: The Missing Link for Medical Device

Social Media: 

• Connect with Erik on LinkedIn
• Connect with Zed on LinkedIn

What if the biggest barrier to medical device sales wasn't about the device itself, but how it's presented to the gatekeepers of healthcare facilities? Mastering the maze of hospital value analysis can mean the difference between rejection and success. This episode unveils the strategies that turn daunting hospital approval challenges into victories for medical device sales professionals.

In this week’s episode, sponsored by Physician Growth Accelerator, we welcome Mark Copeland, known as the Value Analysis Whisperer. Mark shares his expert insights on streamlining the complex value analysis process that many in medical device sales encounter. Discover actionable strategies and innovative approaches to align medical products with the strategic needs of hospitals and ASCs, ensuring better outcomes for both providers and patients. Join us as we explore how to excel in the intricate world of healthcare systems’ value analysis.

What we discuss in the episode:

• Strategies for navigating the complex value analysis process in hospitals
• Tips for aligning medical products with the strategic needs of healthcare facilities
• Turning the value analysis process from a stumbling block into a stepping stone
• Real-life success stories from sales professionals who mastered the value analysis challenge

Resources from this episode:

• Get the free MedTech Talk Tracks for Action
• Physician Growth Accelerator
• Value Analysis Expert

Social Media: 

• Connect with Mark on LinkedIn
• Connect with Zed on LinkedIn

Ever wondered if the fantastic lasers of sci-fi could turn into medical marvels in real life? What if lasers could actually be the key to advancing medical care and reducing reliance on invasive treatments or addictive medications? This intriguing possibility is closer to reality than you might think.

In this week’s episode, sponsored by Physician Growth Accelerator, we speak with Joseph Zapolsky III, International Sales Director at Erchonia Corporation, a pioneer in non-thermal laser technology. We discuss how these innovative lasers are revolutionizing treatment approaches across various medical fields, the science behind non-thermal lasers, their applications in treating chronic pain and facilitating post-surgical recovery, and how they're helping shift medical practices towards more sustainable and patient-friendly methods.

What we discuss in the episode:

• How Erchonia's lasers promote healing through a photochemical reaction, enhancing cellular energy and microcirculation without heat
• The significant role these lasers can play in reducing dependence on opioids by providing effective pain relief and enhancing post-surgical recovery
• How these lasers integrate into medical practices seamlessly

Resources from this episode: 

• Get the free MedTech Talk Tracks for Action
• Physician Growth Accelerator
• Erchonia Corporation

Social Media: 

• Connect with Joseph on LinkedIn
• Connect with Zed on LinkedIn
• Connect with Clark on LinkedIn

Imagine a world where the medical devices implanted in the body could communicate with doctors, providing vital data that could change the course of treatment and recovery. As technology advances, this scenario is becoming a reality. This breakthrough in medical technology not only promises enhanced patient outcomes but also pioneers a new approach to postoperative care, where data leads the way.

In this week’s episode, sponsored by Physician Growth Accelerator, we welcome Bill Hunter, President and CEO of Canary Medical, to discuss how his team is pioneering the transformation of medical devices into data-communicating tools. Bill shares insights on the development of smart implants that offer real-time feedback to both healthcare providers and patients, drastically altering expectations and outcomes in medical treatments. Join us as we explore the innovations driving this change and the future possibilities of implant technology.

What we discuss in the episode:

• How implantable devices are being designed to communicate health data
• The impact of real-time data feedback from implants on post-operative care
• Future directions for smart implants in medical technology
• Case studies demonstrating the effectiveness of data-driven patient care

Resources from this episode: 

• Get the free MedTech Talk Tracks for Action
• Physician Growth Accelerator
• Canary Medical

Social Media: 

• Connect with Bill on LinkedIn
• Connect with Zed on LinkedIn
• Connect with Clark on LinkedIn

Imagine transforming your sales effectiveness, not by learning new selling techniques, but by reshaping your mind. In the competitive world of medical device sales, where every edge counts, could the key to breakthrough success lie within our own brains?

In this week’s episode, Sponsored by Physician Growth Accelerator, Dr. Jerry Teplitz, an expert in neuroplasticity and the bestselling author of "Switched On Selling," delves into how brain performance can dramatically enhance sales effectiveness. We explore the revolutionary concept of brain re-education and revisit compelling stories and research that demonstrate how these techniques have propelled sales professionals from mediocrity to excellence without traditional sales training.

What we discuss in the episode:

• How brain re-education can significantly improve sales performance.
• The foundational principles of Dr. Teplitz’s "Switched On Selling" program and its impact on sales professionals.
• Real-life transformations in sales teams who have applied these neuroscience-based techniques.
• Practical steps to implement brain performance strategies for immediate results in sales scenarios.

Resources from this episode:

• Get the free MedTech Talk Tracks for Action
• Physician Growth Accelerator
• Switched on Selling
• Visit Jerry’s Website

Social Media: 

• Connect with Jerry on LinkedIn
• Connect with Zed on LinkedIn
• Connect with Clark on LinkedIn

Is cold outreach really as daunting in medical device sales as it seems? Omar Khateeb, a seasoned expert with over a decade in the industry, shatters common misconceptions and introduces powerful strategies for turning cold calls into fruitful relationships. In this insightful episode, Omar draws parallels between effective social media engagement and traditional sales tactics to reshape how we think about connecting with new prospects.

In this week’s episode, sponsored by Physician Growth Accelerator, Omar Khateeb returns again to dive deep into the nuances of modern sales techniques. We discuss the art of transforming cold calls into warm opportunities using strategic communication and personalized engagement and provide actionable tactics for MedTech professionals.

What we discuss in the episode:

• Rethinking cold outreach: It's not just possible, but necessary for growth in medical sales.
• Effective communication: How to craft email subject lines and content that engage and convert.
• The role of perseverance and personalization in building relationships with potential clients.
• Utilizing social media as a strategic tool for brand building and lead generation in the med tech sector

Resources from this episode: 

• Get the free MedTech Talk Tracks for Action
• Physician Growth Accelerator
• Khateeb & Co
• State of MedTech
• Episode 163 with Omar
• Episode 119 with Omar
• Episode 87 with Omar
• Episode 14 with Omar
• Episode 13 with Omar

Social Media: 

• Connect with Omar on LinkedIn
• Connect with Zed on LinkedIn
• Connect with Clark on LinkedIn

Imagine swallowing a robotic pill that can navigate your body and diagnose health issues without the need for invasive procedures. What if this tiny device could revolutionize medical diagnostics and treatment? This isn’t a scene from a sci-fi movie—it’s a reality brought to life by groundbreaking advances in medical technology.

In this week’s episode, sponsored by Physician Growth Accelerator, we’re joined by Torrey Smith, co-founder and CEO of Endiatx, the innovators behind PillBot. Starting his career as an aerospace engineer, Smith was inspired by sci-fi classics to pivot his expertise to the medical field, where he’s focused on creating less invasive diagnostic tools. We explore Torrey's fascinating journey to developing medical devices that could one day operate autonomously inside the human body. The conversation dives deep into how Endiatx is blending advanced robotics with medical science to enhance patient care and potentially extend human life spans.

Key Takeaways:

• The transformative potential of PillBot in making gastrointestinal diagnostics more accessible and less invasive
• Insights into the future of medical robotics, including the ambition to develop rice grain-sized microsurgeons for complex procedures
• The role of AI and advanced robotics in evolving the landscape of medical treatments and diagnostics
• The challenges and breakthroughs in transitioning from aerospace engineering to medical technology innovation

Resources from this episode: 

• Get the free MedTech Talk Tracks for Action
• Physician Growth Accelerator
• Learn more about PillBot

Social Media: 

• Connect with Torrey on LinkedIn
• Connect with Zed on LinkedIn
• Connect with Clark on LinkedIn

Back by popular demand, Brent Adamson, the mind behind The Challenger Sale and The Challenger Customer, returns to our podcast for another encore. In this episode, sponsored by Physician Growth Accelerator, Brent continues to unravel the complexities of modern sales dynamics specifically tailored to the unique challenges faced by surgeons and medical practitioners.

As physicians focus on patient care, the need for clear and concise information from sales reps becomes crucial. Brent delves into effective strategies that sales professionals can employ to not only enhance the decision-making process for surgeons but also to secure their trust and confidence in an increasingly competitive market.

Join us for more on:

• Tailoring sales approaches to meet the sophisticated needs of medical professionals
• The critical role of transparency and simplicity in medical sales
• Strategies for aligning with buying groups to streamline purchasing decisions
• Overcoming common obstacles that healthcare providers face during the buying process
• Empowering sales reps with deeper knowledge of their customers’ operations and challenges

Resources from this episode: 

• Get the free MedTech Talk Tracks for Action
• Physician Growth Accelerator
• Brent’s Breakdown
• Customer Value Community
• Challenger Sale
• Challenger Customer

Social Media: 

• Connect with Brent on LinkedIn
• Connect with Zed on LinkedIn
• Connect with Clark on LinkedIn